Performance Implications of Multi -Partner Channel Relationships
Qiu, Tianjiao
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https://hdl.handle.net/2142/84560
Description
Title
Performance Implications of Multi -Partner Channel Relationships
Author(s)
Qiu, Tianjiao
Issue Date
2007
Doctoral Committee Chair(s)
Qualls, William J.
Department of Study
Business Administration
Discipline
Business Administration
Degree Granting Institution
University of Illinois at Urbana-Champaign
Degree Name
Ph.D.
Degree Level
Dissertation
Keyword(s)
Business Administration, Marketing
Language
eng
Abstract
Based on the theoretical arguments from transaction cost analysis, agency theory, and social exchange theory, the dissertation examined a model of relationship strength as a function of dependence and relationship fairness perception, developed a classification schema for multi-partner relationships, and tested performance differences of each category of multi-partner relationships. The findings support the significant role of social interactions in forging strong relationships in economically motivated relationships. The findings also suggest that channel members benefit both financially and affectively by their constant efforts in seeking multiple matched relationships which are strong enough to accomplish desired sales or profit objectives.
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